All sales people, today, sell solutions. At least that’s what most sales people … [Read more...]
Tag: Building Relationships
Focus On Your Customer's Need To Buy, Not Your Need To Sell!
It's Not Your Customer's Responsibility To Do Your Job! Posted on January, 2009
Yes, this is another post about what professional sales is all about.It seems … [Read more...]
Dramatically Increase Sales! Posted on January, 2009
Seth Godin seems to come up with the simplest and thought provoking ideas. I … [Read more...]
Moving From Customer Acquisiton To Customer Engagement Posted on January, 2009
For some strange reason, in the past few days, at least four different … [Read more...]
What We Miss About Creating Value Posted on December, 2008
I'm often called upon to speak about Value Propositions! Every time, I do some … [Read more...]
Connecting Versus Relating --- The Disappearance Of Real Relationships Posted on October, 2008
There is a great post in the Slow Leadership blog on "Connecting Versus … [Read more...]
The Future SalesForce --- A Consultative Approach??? Posted on September, 2008
Imagine my surprise to receive an email from CRM Magazine with this article … [Read more...]
How To Form Selling Partnerships That Really Work Posted on July, 2008
The July/August issue of Selling Power magazine has several interesting articles … [Read more...]
Top 11 Thing I Learned...... Posted on June, 2008
In doing some research on a project, I have run across a great blog, Product … [Read more...]
Lessons Of Silence --- What The Deaf Can Teach Us About Listening And Making Ourselves Heard Posted on May, 2008
Bruno Khane has written a nice article in Strategy And Business. He sites … [Read more...]